Friday, April 27, 2012

F.R.Y.

Here is a simple sales Acronym (framework) to assist you with driving sales revenue & think about a strategic approach to managing your sales planning (and social marketing models).
F.R.Y. = Frequency, Reach & Yield. Microsoft rolled this out years ago in an effort to help distributors drive sales. FREQUENCY =existing customers buy more often. REACH=acquire new customers. YIELD=getting existing customers to spend more, a higher average sale. Sooo, what are your sales goals? Where are you driving additional revenvues in the FRY model? Where is your marketing playing-out? Is your social media and storytelling focused on FREQUENCY or new REACH or perhaps higher YIELD ? There are benefits to playing in all three areas, but focusing on one area is more strategic, simpler to execute AND easier to demonstrate & measure ROI!